Outside sales representatives sell products and services to business owners, hospitals, schools and other institutions. Some have local territories and return home each night, while others must frequently travel to other cities throughout the country. In a highly competitive marketplace, an outside sales rep must establish relationships with clients to build repeat business.

Primary Responsibilities

Outside sales reps call on both existing clients and potential customers. Because attrition occurs among current clients, they must work to make up lost sales with new business. Sales reps discuss product features and benefits with customers; prepare bids for jobs; and negotiate prices. For example, an outside rep may reduce the price on a product 15 percent to make a sale, or risk losing the sale completely. These professionals also work with retailers to increase shelf space for their products. They may perform merchandising functions, including building displays and placing promotional signs on shelves.

Administrative Responsibilities

An outside sales rep is responsible for writing sales contracts for customer orders and sending them to the manufacturer for processing. These professionals also resolve problems for clients, including late shipments or broken merchandise. An outside sales rep may train new reps on the company's policies and procedures. When products are sold through dealerships, outside reps may also train sales reps who work for the dealers.

Work Environment

Most outside sales reps work from both offices and in the field. They set up appointments from home or business offices, and present their products at clients' offices. Travel is contingent upon the size of an outside sales rep's territory. Some cover multiple states, while others may visit national accounts in major U.S. cities. Work can be stressful because these professionals must meet sales quotas. For example, if a rep has a $1 million sales quota, he must meet or exceed that volume to earn a bonus. Outside sales reps who consistently fall below quotas risk losing their jobs.

Education and Training

A high school diploma may suffice for some outside sales positions, but those selling technical, medical or scientific products usually need bachelor's degrees. For example, employers often prefer that pharmaceutical reps have science degrees, such as biology or chemistry. Training can vary from a couple weeks to one year. Many outside sales reps learn about products and selling techniques in classrooms, then they spend time in the field with sales managers until they can function independently.

Salary and Job Outlook

Wholesale and manufacturing sales representatives, including outside sales reps, earned average annual salaries of $85,750 as of May 2011, according to the U.S. Bureau of Labor Statistics. Top 10-percent sellers made over $146,380 per year. Salaries are usually contingent upon experience, the size and sales budget of employers, and geographical location. The BLS reported that jobs for wholesale and manufacturing sellers, including outside sales reps, are expected to increase 16 percent between 2010 and 2020, which is slightly above the national average of 14 percent for all jobs.